Creating Momentum in Closing

Does this frustrating situation sound familiar? You get to the end of your presentation and ask, “What do you think?” or “Do you want to move forward?” Then, your prospect responds with “Sounds good, but I’ll need to think about it.”
Maybe you did not get the prospect to move forward because you did not create enough momentum to get your prospect over the proverbial fence. Your prospect is left on the fence and you are left without a signed agreement in hand and nothing in your pocket.
To create the momentum that you need, one technique that works is the “yes-momentum close.” It is a series of questions designed to create momentum.

The first question in the series is often a general yes question.

This is a question to which you know the answer is going to be “yes.” You got it— the point is to build momentum.

The second question that you ask may be an alternative choice question.

When you give people a choice of two positives, whatever they pick is fine with you. It is a question of how they will move forward rather than if they will move forward.

Next, you can ask a tie-down question.

A tie-down question is a selling statement with a little hook on it to get them to agree with the selling statement. The “hook” may sound like: “Wouldn’t you agree,” “Isn’t it,” “Don’t you,” etc.

Last, you might ask a boomerang question.

A boomerang question is when you respond to a question with another question. For example, at the end of the of the presentation, your prospect is over the buying line and you have started to take them down this closing funnel. Then they ask you “How much is it?” You may answer with a question as well: “As long as it fits in the budget, does this sound like something you would like to move forward with?” If they say “yes,” they have essentially said yes to working with you. Now, all you need to do is use an assumptive close and say, “Well, to get started, I just need to get your yes right here.”
Closing is never just one question that you ask at the end of the presentation. Closing is a series of incrementally more committal questions that funnel someone logically to a point of agreement.
Think of it like a series of stoplights. If you get a green light, you go to the next question. A red light means they are a “no,” and you can stop. If you get a yellow light, then you have an objection to answer. Take someone through a series of questions rather than just asking one big scary “Do you want to do this?” kind of a question.
Make closing feel smooth and natural by using yes momentum!

Leave a Reply